The International IPSERA Workshop on Customer Attractiveness, Supplier Satisfaction and Customer Value. 25-26 November 2010

Ellegaard, Chris; Freytag, Per V.(Frederiksberg, 2010)

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Resume:

Reports on supply chain management (SCM) failure are becoming more frequent in the SCM literature, despite widespread recognition of the business potential associated with such optimizations of operational buyer-supplier interfaces. Some failures can be ascribed to imbalances in the net benefits realized by the buying and supplying company implementing SCM. Failed SCM initiatives hurt the buying company’s customer attractiveness and limit opportunities for long term value creation with suppliers. Hence, an important task for the buying company is the management of SCM initiatives in a way that benefits both parties. However, SCM costs and benefits often materialise as the result of complex interactive processes between buyer and supplier actors, which makes SCM a challenging management task. To increase the understanding of these complex processes, this study identifies the various types of supplier costs and benefits resulting from the failed VMI initiative of a multinational company. While the benefits from this case turn out to be few, the costs appear in large variety and scale. More importantly, we uncover the underlying mechanisms generating these costs, thereby enabling managers to identify and avoid the costs. Based on the findings, we propose pre-project classification of supplier VMI readiness to allow more beneficial implementation as a key managerial implication.

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The subject of this thesis is the experiential discourse in marketing: how
experience is researched by scholars as well as understood and delivered by
practitioners. While experience-based approaches have been accepted and
implemented by consultants, scholars have yet to comprehensively embrace
experience as an academically robust concept (Holbrook, 2007; Palmer, 2010).
An experiential perspective seeks to delve deeper into cognitive and emotional
levels concerning consumption (Holbrook & Hirschman, 1982). In order to gain
insight into the intricacies of experience, a large data set consisting of conference
speeches and interviews was qualitatively analyzed, applying content analysis
(Kassarjian, 1977).
The findings reveal that there are many lessons to be learned about how
practitioners design and deliver experiential offers. Compared to the cases often cited
as part of the experience economy, which are typically manifested in retail
environments, consumer products and staged events, the findings reveal a more
nuanced discourse and a broader range of experience offerings representing many
industries, including: hospitality, software, documentary film making, science,
gaming, banking, and environmental design.
The data shed light on several aspects worthy of further research. How an
experience adds value, supports values, and is meaningful to the user is crucial.
Understanding a user’s goals is important in order to be able to design appropriate
interaction touch points yet allow fluid engagement. In addition to shaping experience
environments, whether physical or virtual, the findings reveal that practitioners exhibit
an astute sensitivity to context and process. Moreover they are concerned with affording “flow,” meaning optimal experiences (Csikszentmihalyi, 2003): not only for
users but also for themselves. The focus on purposeful activity and change suggests
that experience is part of an innovation discourse, potentially creating better offers and
relationships. This resonates with academic and business communities alike.

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E-business is marching on in several markets, but not in one important one: the grocery market. The
lesson learned in the last ten, fifteen years, from brick-and-mortar supermarkets going online, is,
that it is very difficult to profit from digitalizing the daily buying of groceries.
All consumption research shows that online grocery business still has a lot of
functional, e.g. technical and sensory, disadvantages to offline ditto. Apparently it is not much
easier to plan, choose and buy groceries online than in the traditional retailer/supermarket. Some of
the relative few experienced grocery consumers supports the theory that one may save some time
and effort getting ones groceries packed and delivered, but to the majority this is obviously just not
good enough, especially when accounting the delivery fee.
However, the functional disadvantage explanation cannot stand alone as an answer to
why online grocery business is not more of a success - and it may even be overrated. New sales
channels have always had the "disadvantage" of not functioning like/as good as the old ones. To
me, another interesting issue to the subject seems to be about consumer values and how their
practising is not supported in this new sales channel....

A lot of attention has been given to health-related issues worldwide, especially since the World Health Organisation declared obesity epidemic in many countries. Overweight and obesity impose a serious threat to economic welfare and the health and quality of life of the individual consumer (Indenrigs- og Sundhedsministeriet, 2007). Paradoxically in continuation of the increased overweight, obesity and nutrition-related diseases research stresses there is an escalating concern about health issues such as eating and living healthy (ATV, 2007; Nordic Plan of Action, 2006). However consumers find many different obstacles to integrating healthy food products in their daily lives, including the compelling need for hedonic food consumption which often involves less healthy or unhealthy food (Luomala et al., 2004, 2006). Hedonic food consumption is often associated with social gatherings and „hygge42‟, where everyday „health-rules‟ are replaced with unrestricted „pleasure-rules‟......

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Greenland is the largest island of the world. It is mostly covered by an ice cap, but with an ice free territory of the same size as the territory of Sweden and 8 times the territory of Denmark. The size of the population in Greenland has been stable since 1970’s and include 56.000 persons.
Until Second World War Greenland was an almost closed territory, you had to have a permission to go there, and only few permissions were given. The size of the population at that time was less than 4000.

Brand associations have been linked to brand response in numerous ways. Much
research has focused on the number, valence and uniqueness of brand associations. This
paper focuses on another association facet which managerially-oriented brand literature
frequently highlights as a sign of brand strength: Brand consensus, that is, the degree to
which people elicit the same associations when confronted with a brand. We introduce
two meaningful operationalizations of consensus (group- and individual-level) and
discuss and test the link between consensus and brand response. Our results, which are
based on a large-scale study for an international luxury brand, show that for individual
consumers high levels of brand consensus tend to foster positive brand response whereas
for a group as a whole too much brand consensus tends to be detrimental.

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This article studies the theoretical and applied development of the creative economy. There exists many definitions of creative industries, creative economy and experience economy, all dealing with the same core problematic. It is why it is chosen in this article to talk about the creative economy complex. The ideas to the different elements in the complex have been developed over the last 20 years. A conclusion on experience economy and creative industries is presented on page 7. It is followed by a presentation of how the creative economy complex has been applied in the Baltic Sea Countries and by a section on the development of the creative economy complex after the financial crisis in 2008.
It is found that the complex and its development has been closely related to the business cycle development, implying that the complex from being a general theory in times with positive business cycle development has changed to become more specific and integrated into marketing, regional economy and innovation theory when the business cycle changes to recession and when state debt becomes a main economic problem.

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The dissertation ‘Interactive Approaches to Rural Development’ gives new
theoretical and empirical knowledge in the collaboration on development of
rural areas and landscapes. From a perspective about the development and the
challenges faced, the study analyses which functions that are demanded by the
rural areas. Furthermore, the study makes an analysis of the collaboration in an
EU financed rural development association; the Local Action Group (LAG). The
overall objective is to:
Analyse and discuss approaches to rural development under Danish
conditions.
The dissertation is cantered around three papers introduced with a frame that
contributes to the overall objective. With point of departure in the changes that
have structured the Danish landscape, the first paper analyses and discusses how
the Danish planning system can be optimized to plan for a multifunctional
landscape. Paper two and three builds on the EU rural development policy
LEADER that through local project based development supports new income
opportunities for the local inhabitants.
Collaboration on the rural development is a subject that requires an
interdisciplinary analytical approach. The dissertation therefore builds on
different theories and both qualitative and quantitative analytical methods. The
theoretical foundation draws on generic network theory and various applications
of this. This is conducted by inclusion of ideas from interorganisational
interaction in an analysis of the collaboration between municipality and a locally
anchored development association. In addition the theory of social capital is
applied to analyse whether the partnership formation and collaboration has
supported the development of the local area. Furthermore, the concept of multifunctionality is assessed as a principle to be applied in countryside
planning and rural development. The empirical foundation of the dissertation
draws on mixed method research approach with interviews and surveys that are
studied through qualitative and quantitative data analyses. Two of the three
papers take point of departure in a case study of LAG-Djursland.
Based on the dissertation it is concluded, that a crucial factor in the development
of rural areas and landscapes is the collaboration among relevant stakeholders–
often arranged around a partnership. To secure a concrete and locally attuned
development it is important to engage local anchored stakeholders. These
stakeholders have the greatest knowledge about the local development
opportunities and barriers. Though the dissertation builds on experiences from
the Danish rural landscape, the analyses, discussions and conclusions will be
relevant in an international perspective. The interactive approach and the
analysis hereof will be applicable in other domains than that of rural
development.

Problems are inevitable in buyer supplier relationships. Purchasing professionals spend considerable time solving operational problems, such as those pertaining to quality and delivery performance. This paper reports on a qualitative study of problem solving processes in three buyer-supplier relationships. These processes are time consuming, costly, and involve a number of actors in both the buying and supplying companies. The theoretical framework that forms the basis for the study is the problem solving model of Lang, Dittrich, and White (1978). The findings show that coordination of problem perceptions and motivation of all involved actors are main challenges for the responsible problem solver. Furthermore, communication plays a vital role to mobilize the involved actors.